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Business persons negotiate regularly, even when they do not appreciate the fact they are negotiating, and many individuals employed in the business world have had minimal training with respect to this fundamental skill. This book carefully explores the relevant aspects of bargaining interactions. Topics include the impact of negotiator styles on encounters, negotiation preparation, establishing rapport, ethics, and value maximizing, to name just a few topics. It also addressing transnational dealings and the reasons they may differ from wholly domestic encounters.

Charles B. Craver

Charles B. Craver is the Freda H. Alverson Professor at the George Washington University Law School where he teaches two different courses on Negotiation. He also conducts the Peter Bronstein Negotiation Institute each fall at the University of Virginia. Over the past 35 years, he has made presentations on Effective Legal Negotiation to over 90,000 attorneys and business persons throughout the United States and around the world. He is the author of Effective Legal Negotiation and Settlement (7th ed. 2012); Skills & Values: Legal Negotiating (2d ed. 2012); and The Intelligent Negotiator (2002). He is coauthor of Skills & Values: Alternative Dispute Resolution (2013); Alternative Dispute Resolution: The Advocate's Perspective (4th ed. 2011); and Legal Negotiating (2007). He is the author or coauthor to eight other books dealing with labor and employment law, and many law journal articles pertaining to negotiating, dispute resolution, and labor and employment law.